Investor Relations Training Portal

Training Videos

Complete all videos before your first call — watch in order

Mandatory: It is compulsory to create your account and use the Capstaq IRM App daily. Your activity, leads, and performance are all tracked through the app. Not using it means leads will not be assigned to you.

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Caller Script — Full Flow

Hi, this is [Caller Name] with CAPSTAQ. You had opted in through one of our marketing campaigns recently, and I'm not sure if there was a specific deal you were looking at or if you were just interested in learning more overall about what we do in commercial real estate investments? At CAPSTAQ, we don't just market deals or act as middlemen. Over the last 20+ years, Adam Shapiro, our founder and CEO, has built direct relationships with operators across multiple asset classes including hospitality, student housing, multifamily, and retail. We personally invest our own money alongside these groups before ever bringing opportunities to investors. A lot of blood, sweat, trust, and real-world experience has gone into building these partnerships over the years. One of our strongest relationships is with Wealth Hospitality Group in the hospitality space. The Patel family started in the hotel business back in the 1970s after coming to the United States and literally living inside the motels they owned and operated. Over decades, they kept expanding one property at a time and today they own and operate close to 80 Hilton and Marriott hotels while developing dozens more nationwide. Chico Patel, one of the principals, actually sits on development boards with both Hilton and Marriott, which is a very prestigious position in the industry. What really makes this different from most real estate syndications is the structure. When we say you're a partner in the deal, we truly mean it. Investors come in pari passu alongside us as actual equity partners, not just limited partners collecting a passive check while fees are layered above them. You participate in the ownership side of the business and property itself while still remaining 100% passive operationally. That level of alignment is something Adam spent years searching for before ever bringing these opportunities to outside investors. What I'd like to do right now is send you over our latest hotel investment opportunity and the full deal room while we're on the phone together. Inside that email you'll see the full overview of the project, projected returns, pro forma financials, construction and business plan, market data, exit strategy, sponsorship information, webinar materials, and everything you'd need to properly evaluate the opportunity. I'm sending that over now. Can you check your inbox while we're on the line? Also make sure to check your spam or junk folder because sometimes these emails land there. [PAUSE] Perfect. Take some time to go through the information, financials, projected returns, and overall business plan over the next couple of days so you can really get a feel for the opportunity. What I'd like to do is give you a quick follow-up call once you've had time to properly review everything. If today is Monday, I'll circle back Wednesday or Thursday. If today is Tuesday, I'll reconnect Thursday or Friday. And if today is Friday, I'll give you a call Monday after you've had the weekend to look everything over. That way when we speak again, you'll already have a good understanding of the project and we can answer any questions you have after reviewing the material.

Deal Sending Tags

Note: You must ensure the contact email is correct and valid before adding the tag or sending the deal room. Always confirm the email address with the lead before applying any tag.

Email Tags (for sending deal room via email / automation) AL–Mobile–Marriott TN–Knoxville–Hilton FL–Panama City Beach-Hilton WA–Spokane–Hilton LA–NewOrleans–Marriott AZ–Goodyear–Hilton FL–PanamaCityBeach–StudioRes SMS Tags (for sending deal room via text / automation) AL–Mobile–Marriott(sms) TN–Knoxville–Hilton(sms) FL–Panama City Beach-Hilton(sms) WA–Spokane–Hilton (SMS) LA–NewOrleans–Marriott (SMS) AZ–Goodyear–Hilton (SMS) FL–PanamaCityBeach–StudioRes (SMS)

Deal Deck Full Folder Tags

For sending the Full Deal Deck via Email & SMS automation. Apply the corresponding tag to trigger the complete deal package.

Email Tags (for sending Full Deal Deck via email / automation) Moxy_Details Panama Homewood_Details Spokane_Details Mobile_Details New Orleans_Details Panama Studiores_Details

Active Hilton & Marriott Deals

Moxy Hotel

Knoxville, Tennessee • Hilton

View Deal Deck

LivSmart by Marriott

Mobile, Alabama • Marriott

View Deal Deck

Homewood Suites

Panama City Beach, Florida • Hilton

View Deal Deck

Marriott AC Hotel

New Orleans, LA • Marriott

View Deal Deck

Homewood Suites

Goodyear, AZ • Hilton

View Deal Deck

Home2 Suites & Tru Dual Brand by Hilton

Spokane, WA • Hilton

View Deal Deck

StudioRes by Marriott

Panama City Beach, FL • Marriott

View Deal Deck

Portfolio Snapshot

Hilton & Marriott Development Pipeline — live subscription status, key metrics & SDR positioning intel.

Homewood Suites

Panama City Beach, FL • Hilton

✓ 1031 Eligible

Project Cost

$38.7M

Equity Required

$9.67M

Avg Cash-on-Cash

26%

Size

124 rooms • 102,867 SF

Equity Remaining $2,000,000

Under Development

Strong opportunity for 1031 investors seeking Florida coastal exposure.

Home2 / TRU Dual Brand

Spokane, WA • Hilton

Not 1031 Eligible

Project Cost

$29.3M

Equity Required

$7.33M

Avg Cash-on-Cash

35%

Size

153 rooms

Equity Remaining $250,000

Under Development

Highest projected performance ramp during years 2–5.

LivSmart by Marriott

Mobile, AL • Marriott

✓ 1031 Eligible

Project Cost

$15.85M

Equity Required

$3.96M

Avg Cash-on-Cash

30%

Size

105 rooms • 54,000 SF

Equity Remaining $750,000

Ready for Sitework

Lower entry point with strong yield profile.

AC Marriott Hotel

New Orleans, LA • Marriott

Project Cost

$55.47M

Equity Required

$16.64M

Avg Cash-on-Cash

20%

Size

173 rooms

Equity Remaining $500,000

Under Construction

Institutional grade opportunity suited for larger allocation investors.

Homewood Suites

Goodyear, AZ • Hilton

✓ 1031 Eligible

Project Cost

$30.68M

Equity Required

$7.67M

Avg Cash-on-Cash

33%

Size

123 rooms

Equity Remaining $700,000

Under Development

One of the strongest current marketing angles based on traction and projected returns.

Eleven03 West Campus

Austin, TX • Student Housing (UT Austin)

Project Cost

$42.86M

Equity Required

$13.48M

Equity Multiple

2.57x

Size

119,350 SF

Under Development

Prime UT Austin West Campus location — 17,000+ student residents, steps from campus.

Moxy Hotel

Knoxville, TN • Marriott

Project Cost

$55.5M

Equity Required

$16.65M

Avg Cash-on-Cash

26.5%

Size

175 rooms

Under Development

Downtown Knoxville urban Marriott — 5-yr levered IRR of 38.84%.

StudioRes by Marriott

Panama City Beach, FL • Marriott

✓ 1031 Eligible

Project Cost

$18.2M

Equity Required

$4.55M

Avg Cash-on-Cash

28%

Size

124 rooms

Equity Remaining $350,000

Under Development

Florida coastal exposure — lowest equity entry point with 45% projected IRR and strong 1031 positioning.

StudioRes Pipeline — Multiple Markets

Pre-development opportunities — earlier stage, higher upside, suited for more aggressive investors.

Titusville, FL

74% Subscribed

Ruston, LA

60% Subscribed

Pearl, MS

45% Subscribed

Panama City, FL

34% Subscribed

Strategic Portfolio Observations

✦ Strongest Current Marketing Angles

Goodyear, AZ — 50% raised, strong projected returns
Spokane, WA — Highest projected average returns in portfolio
Mobile, AL — Lower equity requirement + 1031 eligibility
Titusville, FL — 74% filled, use scarcity angle with leads

⚠ Opportunities Requiring Stronger Positioning

AC Marriott – New Orleans — Largest raise, slower capital formation, target institutional investors

Investor Segmentation Strategy

1031 Investors

Panama City Beach, FL
Mobile, AL
Goodyear, AZ
StudioRes Panama City, FL

Higher Yield / Aggressive Investors

Spokane, WA — 35% avg CoC
Goodyear, AZ — 33% avg CoC
LivSmart Mobile, AL — 30% avg CoC

How to Access / View Leads Assigned to You

Use this process inside GoHighLevel to see only the leads assigned to you.

Step 1: Select Opportunities

From the left menu, click on Opportunities.

Step 2: Select "Hotel Deals-Callers" Pipeline

At the top, choose the "Hotel Deals-Callers" Pipeline from the pipeline dropdown.

Result: All Leads Assigned to You

Now, the Opportunities board will show only the leads where you are the owner.

Lead Management & Notes Taking

After Every Call

Update notes immediately in GHL. Capture experience, preferences, check size, personal context. Select correct contact outcome.

Daily Follow-Ups

Check Follow-Ups & New Leads. Prioritize hot leads.

Morning Check-In

"Today I can handle [X number] of leads."

Handling New Leads

If unable to work, inform team immediately.

CRM / Lead Notes

Examples of Good Lead Notes

Your notes should answer: Who is this person? What do they own? What did they say about check size and timing? What's next?

Example 1

Owns a ton of different LLCs — some are gas stations, some are liquor stores, some are retail restaurants, etc. He usually takes the profits from those entities and invests them into deals such as our offering so he is very interested. He said based on the deal he would invest as little as $100k but no more than $1 million. Asked for a callback at 12:30 EST on Monday, October 20th. This is 11:30 AM CST for him, as he is in Texas.

Example 2

He has a few other r.e. syndication investments and is a retired real estate broker. He has $50,000 invested into each of the others and said he can't see investing more than $50,000 in ours, seeing as that's what he has in the others already. He got the deal room and said he'd review it in 1-2 hours when he gets home but would like a call from a managing partner at 1:00 PM Eastern tomorrow (10/21).

Example 3

He owns a bunch of gas stations, some land and a big car wash but now that he's getting older, wants to get into more income producing commercial real estate instead of businesses. He is interested and received the deal room. He wants a callback at 2pm on Wednesday, 10/22. He might put a large chunk of money in if he likes the deal but he'd really have to like it because he prefers to invest in-state only.

What to Always Capture

What they own now
Profession / background
Check size range
Interest level (warm / hot)
Follow-up time & date
Any objections or concerns

How to Update Lead Info After Each Call

The system moves leads between stages based on your selections. Your job is to choose the right option so follow-ups happen automatically and the pipeline stays clean.

Contact Outcome

The Contact Outcome dropdown controls what happens to the lead after your call — which stage it moves to and when it will show up again for follow-up.

These are the options under Contact Outcome:

Not Interested (Stop follow-ups) — Lead moves to the Not Interested pipeline. No follow-ups will be created.
Interested — Busy (Follow-up in 1 day) — Lead moves to On Hold. System schedules a follow-up after 1 day.
No Answer — 1st Attempt (Follow-up in 1 day) — Lead moves to On Hold. Follow-up set for 1 day.
No Answer — 2nd Attempt (Follow-up in 2 days) — Lead stays On Hold. Follow-up set for 2 days.
No Answer — 3rd Attempt (Mark as Not Interested) — Lead moved to Not Interested pipeline (final).
Next Deal (Tag as Future Opportunity) — Lead tagged as Next Deal. Remains On Hold for future outreach.
Follow-up in 1 day — System reminds you in 1 day.
Follow-up in 2 days — System reminds you in 2 days.
Follow-up in 3 days — System reminds you in 3 days.
Follow-up in 7 days — System reminds you in 7 days.

After Every Call — Ensure These Fields Are Filled

Make sure the fields shown in the image below are completed after every call. This keeps the pipeline accurate and ensures the Managing Partners are fully prepped.